Kam Food Lovers

**Business Title: Key Account Manager - Food Lovers & Other Drugs**

**Location**:La Lucia Ridge Office**

**MAIN JOB PURPOSE**:
Overview:
The Key Account Manager (KAM) is nationally based and is responsible for the following customers:

- FLM & Other Drug National Office Callage:

- Food Lovers Market National (Cape Town)
- Other Drug (KZN; Gauteng; OFS)

The KAM is responsible for the negotiation and facilitation of promotional activity, sales orders; budgeting; admin; overseeing ACTPM; insights into forecasting; P&L review and implements the channel strategy for the assigned customers across SA for FLM & Other Drug customers. The KAM executes in alignment to the national agreements with UL, by calling on the category buyers and doing store visits. Key outputs are setting customer objectives and agreeing national promotional programs in the customers.

Responsible for deploying execution plans with Smollons.

**JOB SUMMARY** / RESPONSIBILITIES**:
External Customer Management & Operational Execution:

- Implement Customer /Channel strategy.
- National Callage - Monthly
- Negotiate and facilitate National Customer targets, under direct instruction from the NAM and within the agreed parameters. The KAM owns this process end to end - from pricing, order placement, delivery, and all admin that arises from the transaction.
- Provide support and direction to UFS. Ensure KPIs of their Customers are achieved.
- Work closely with the CSE; iOPS; CSP; UFS teams to manage the Customer & in-store operational execution to minimise out-of-stock, damaged stock & claims, ensure rotation of stock and avoid high stock levels. Ensure Category objectives are met within the agreed time frames.
- Delivery of National category targets and the counterparts/KPI’s, aligned to the Customer /Channel annual target.

Internal Customer Management:

- The KAM must align and feedback to the NAM on turnover assumptions, budgets and consequent S&OP forecasting through a robust Bottom-up Build process.
- The KAM will set the regional customer objectives and own the end-to-end operational execution of those objectives, with the support of the UFS Team where relevant
- The KAM participates actively in the NAM’s meetings, looking at the best solution for the business even if not in line for his/her customer.
- The KAM is responsible for managing their impact on overheads within budgets in terms of the Business tools i.e Business Travel, Leave, travel expenses, etc. (were applicable)

The KAM plays a key role in communicating cross-functionally within the customer’s organization, i.e. The Buyer, Key Admin staff, Order Management, ACTPM CG; Finance; CSP, Shopper Marketing and key SC Contacts.

**Key Performance Indicators (KPI’s)**

Deliver Regional Targets:

- Customer USG, TTS%, Turnover & Share
- Customer Profitability
- Customer iOps/SC
- Perfect Store
- Execution of CBP/JBP initiatives (where relevant)

**Key Skills**:

- Customer Management
- Selling Skills
- Negotiation Skills
- Financial Acumen - Trading, Stock & Capital Efficiencies
- Leadership Skills
- Good Communication Skills

**KEY REQUIREMENTS**
- Completed Degree or B-tech
- Minimum 2 to 3 years Key Account Management / Category experience within FMCG
- 2 years of Customer Marketing or Trade Category Management is beneficial
- Management of customer Profit and Loss, specific to category
- Experience in dealing with customer strategy and business planning execution